跨文化交际实用教程Unit7市公开课金奖市赛课一等奖课件

Unit7

CulturalVariationsinNegotiationStyles第1页©PrenticeHall5-2NegotiationManagement’sabilitytonegotiateproductivelyeffectstheirabilitytoimplementstrategiesNegotiationistheprocessofdiscussionbywhichtwoormorepartiesaimtoreachamutuallyacceptableagreementNegotiatingacrossbordersismorecomplexbecauseofthenumberofstakeholdersinvolved第2页©PrenticeHall5-3TheNegotiationProcess第3页©PrenticeHall5-4StageOne–PreparationNegotiatormustfamiliarizethemselveswithTheentirecontextandbackgroundoftheircounterpartsTothespecificsubjectstobenegotiatedDifferencesinculture,language,andenvironmentManagersmusthaveanunderstandingoftheirownnegotiatingstyle第4页©PrenticeHall5-5StageOne-PreparationManagersshouldfindoutasmuchaspossibleaboutThekindsofdemandsthatmightbemadeThecompositionoftheopposingteamTherelativeauthoritythatthememberspossessDevelopaprofileoftheircounterpartsTheyconsiderdifferentvariablesduringthisprocessaswell第5页©PrenticeHall5-6TheNegotiationProcessRelationshipbuilding–takingtimetobuildmutualtrustbeforestartingbusinessdiscussionsMayrequirego-betweensBepreparedtowaitfortheotherpartytostartbusinessnegotiationsExchangingtaskrelatedinformation–duringthisstageeachsidemakesapresentationandstatesitsposition,normallyfollowedbyaquestion-and-answersessionRolereversal:showinganunderstandingoftheotherparty’sviewpointandneeds第6页©PrenticeHall5-7TheNegotiationProcessPersuasion–duringthisstagebothpartiestrytopersuadetheothertoacceptmoreoftheirpositionwhilegivingupsomeoftheirown;therearerecognizabletacticsforthisstageStressfultacticsConcessionsandAgreements–atthispointeachsidewillmakevariousconcessionssothatanagreementcanbereachedandsigned第7页©PrenticeHall5-8UnderstandingNegotiationStyles第8页©PrenticeHall5-9UnderstandingNegotiationStylesForNorthAmericans,negotiationsarebusinesslike;theirfactualappealsarebasedonwhattheybelieveisobjectiveinformation,presentedwiththeassumptionthatitisunderstoodbytheothersideonalogicalbasis.Arabsuseaffectiveappealsbasedonemotionsandsubjectivefeelings.Russiansemployaxiomaticappeals–thatis,theirappealsarebasedontheidealsgenerallyacceptedintheirsociety.第9页©PrenticeHall5-10ProfileofanAmericanNegotiatorKnowswhentocompromiseTakesafirmstandatthebeginningofthenegotiationRefusestomakeconcessionsbeforehandKeepshisorhercardsclosetohisorherchestAcceptscompromisesonlywhenthenegotiationisdeadlockedSetsupthegeneralprinciplesanddelegatesthedetailworktoassociatesKeepsamaximumofoptionsopenbeforenegotiationOperatesingoodfaith第10页©PrenticeHall5-11ProfileofanAmericanNegotiatorRespectsthe“opponents”StateshisorherpositionasclearlyaspossibleKnowswhenheorshewishesanegotiationtomoveonIsfullybriefedaboutthenegotiatedissuesHasagoodsenseoftimingandisconsistentMakestheotherpartyrevealhisorherpositionwhilekeepinghisorherownpositionhiddenaslongaspossibleLetstheothernegotiatorcomeforwardfirstandlooksforthebestdeal第11页©PrenticeHall5-12ProfileofanIndianNegotiatorLooksforandsaysthetruthIsnotafraidofspeakingupandhasnofearsExercisesself-controlSeekssolutionsthatwillpleaseallthepartiesinvolvedRespectstheotherpartyNeitherusesviolencenorinsultsIsreadytochangehisorhermindanddifferwithhimselforherselfattheriskofbeingseenasinconsistentandunpredictable第12页©PrenticeHall5-13ProfileofanIndianNegotiatorPutsthingsintoperspectiveandswitcheseasilyfromthesmallpicturetothebigoneIshumbleandtruststheopponentIsabletowithdraw,usesilence,andlearnfromwithinReliesonhimselforherself,hisorherownresourcesandstrengthsAppealstotheotherparty’sspiritualidentityIstenacious,patient,andpersistentLearnsfromtheopponentandavoidstheuseofsecretsGoesbeyondlogicalreasoningandtrustshisorherinstinctaswellasfaith第13页©PrenticeHall5-14ProfileofanArabNegotiatorProtectsalltheparties’honor,self-respect,anddignityAvoidsdirectconfrontationbetweenopponentsIsrespectedandtrustedbyallDoesnotputthepartiesinvolvedinasituationwheretheyhavetoshowweaknessoradmitdefeatHasthenecessaryprestigetobelistenedtoIscreativeenoughtocomeupwithhonorablesolutionsforallpartiesIsimpartialandcanunderstandthepositionsofthevariouspartieswithoutleaningtowardoneortheother第14页©PrenticeHall5-15ProfileofanArabNegotiatorIsabletoresistanykindofpressurethattheopponentscouldtrytoexerciseonhimUsesreferencestopeoplewhoarehighlyrespectedbytheopponentstopersuadethemtochangetheirmindsonsomeissuesCankeepsecretsandinsodoinggainstheconfidenceofthenegotiatingpartiesControlshistemperandemotionsCanuseconferenceasmediatingdevicesKnowsthattheopponentwillhaveproblemsincarryingoutthedecisionsmadeduringthenegotiationIsabletocopewiththeArabdisregardfortime第15页©PrenticeHall5-16ManagingNegotiation第16页©PrenticeHall5-17ManagingNegotiationSuccessfulmanagementofinterculturalnegotiationsrequiresthemanagerTogainspecificknowledgeofthepartiesintheupcomingmeetingToprepareaccordinglytoadjusttoandcontrolthesituationTobeinnovativeAproblemsolvingapproachisessentialtosuccessfulcross-culturalnegotiationsTreateveryonewithrespect,avoidmakinganyonefeeluncomfortable,don’tcriticizeorblameothersinapersonalwaysuchthattheyloseface第17页©PrenticeHall5-18UsingtheWebtoSupportNegotiationsNegotiationSupportSystems(NSS)canprovidesupportforthenegotiationprocessby:Increasingthelikelihoodthatanagreementisreachedwhenazoneofagreementexists(solutionsthatbothpartieswouldaccept)Decreasingthedirectandindirectcostsofnegotiations,suchascostscausedbytimedelays(strikes,violence),andattorneys’fees,amongothersMaximizingthechancesforoptimaloutcomes第18页©PrenticeHall5-19ComparativeManagementinFocus:NegotiatingwiththeChineseTheChinesethinkintermsofprocessthathasnoculmination.Americansthinkintermsofconcretesolutionstospecificproblems....TheChineseapproachisimpersonal,patientandaloof...ToAmericans,Chineseleadersseempolitebutaloofandcondescending.TotheChinese,Americansappearerraticandsomewhatfrivolous.—HenryKissinger,Newsweek,May,第19页©PrenticeHall5-20ComparativeManagementinFocus:NegotiatingwiththeChineseBusinesspeoplehavetwomajorareasofconflictwhennegotiatingwiththeChineseAmountofdetailaboutproductcharacteristicsApparentinsincerityaboutreachinganagreementChinesenegotiationprocessisaffectedbythreeculturalnormsPolitenessandemotionalrestraintEmphasisonsocialobligationsBeliefintheinterconnectionofwork,family,andfriendship第20页©PrenticeHall5-21ComparativeManagementinFocus:NegotiatingwiththeChineseTipstoforeignersconductingbusinessinChinaPracticepatienceAcceptprolongedperiodsofstalemateRefrainfromexaggeratedexpectationsDiscountChineserhetoricaboutfutureprospectsExpecttheChinesetotrytomanipulatebyshamingResistthetemptationtobelievethatdifficultiesareyourfaultTrytounderstandChineseculturaltraits第21页©PrenticeHall5-22ManagingConflict第22页©PrenticeHall5-23DecisionMakingStagesintheRationalDecisionMakingModelDefiningtheproblemGatheringandanalyzingrelevantdataConsideringalternativesolutionsDecidingonthebestsolutionImplementingthedec